{"id":4953,"date":"2014-07-25T17:12:56","date_gmt":"2014-07-25T17:12:56","guid":{"rendered":"http:\/\/internal.grazitti.com\/clients\/LeadFabric-Perpetos\/?p=4953"},"modified":"2022-06-24T05:57:40","modified_gmt":"2022-06-24T05:57:40","slug":"is-solution-selling-outdated","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/","title":{"rendered":"Is Solution Selling outdated?"},"content":{"rendered":"\n<p>Solution Selling is very common jargon used in many sales organisations. Companies that have introduced this method have gained a competitive advantage as a result of the way in which their sales people are successful in formulating the value for their customers.<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/how-to-move-stalled-sales-opportunities\/\" target=\"_blank\" rel=\"noopener\">Watch Webinar &#8211; <strong>How to Move Stalled Sales Opportunities?<\/strong><\/a><\/div><\/div>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p>This is how you sell solutions:<\/p>\n\n\n\n<ul><li>Discuss client needs using open questions, creating a vision and a solution together with the client. This gives the seller the greatest possible impact on what the client will ultimately buy.<\/li><li>The packaging of products and services in such a way that a total solution is created to satisfy client needs. A classic example was Apple with iPod and iTunes in contrast to a normal MP3 player.<\/li><\/ul>\n\n\n\n<div class=\"is-layout-flex wp-container-3 wp-block-columns\">\n<div class=\"is-layout-flow wp-block-column\" style=\"flex-basis:72%\">\n<h2><strong>Trend reversal: more power for the customer<\/strong><\/h2>\n\n\n\n<p>The internet and social media have brought about an important shift in the way people are informed and how they make their purchase decisions. Since a a couple of years we have seen a trend reversal which has undermined the impact of Solution Selling. The customer now has the power. It\u2019s no longer the sales process that counts; the purchasing process (customer journey) now has the upper hand. Welcome to the Digital Era. Customer interaction and sales discussions have to be different now to achieve good results.<\/p>\n<\/div>\n\n\n\n<div class=\"is-layout-flow wp-block-column\" style=\"flex-basis:25%\">\n<div style=\"height:45px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"azoom-text-details\" id=\"webinar\" style=\"padding: 10px 20px;\nbackground: #eaf0f6;display:none;\"><h5 class=\"res-title\"><a href=\"#4981\" target=\"_blank\" rel=\"noopener noreferrer\">A customer-oriented organisation in 5 steps\n<br><\/a><\/h5><p><span class=\"res-type\">Blog &amp; Video<\/span><\/p><\/div>\n<\/div>\n<\/div>\n\n\n\n<div class=\"is-layout-flex wp-container-6 wp-block-columns\">\n<div class=\"is-layout-flow wp-block-column\" style=\"flex-basis:72%\">\n<h2><strong>Not just information, but conversation<\/strong><\/h2>\n\n\n\n<p>You can still achieve a sustainable and competitive advantage in this new digital era. But now your customer knowledge forms the basis for the development of new products and services to satisfy the increased needs of better informed customers. Your marketing and sales don\u2019t provide information so much anymore; instead they go into a conversation to improve the customer relationship with more engagement. A better experience and the proven impact of your solution will result in a higher margin and lower sales cost.<\/p>\n<\/div>\n\n\n\n<div class=\"is-layout-flow wp-block-column\" style=\"flex-basis:25%\">\n<div style=\"height:45px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"azoom-text-details\" id=\"webinar\" style=\"padding: 10px 20px;\nbackground: #eaf0f6;\"><h5 class=\"res-title\"><a href=\"https:\/\/perpetos.com\/en\/sales-performance\/three-answers-every-sales-rep-needs-know\/\" target=\"_blank\" rel=\"noopener noreferrer\">3 answers that every Sales rep needs to know<br><\/a><\/h5><p><span class=\"res-type\">Blog &amp; Benchmark<\/span><\/p><\/div>\n<\/div>\n<\/div>\n\n\n\n<h2><strong>Difference between Solution Selling and Buyer-Aligned Selling<\/strong><\/h2>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td class=\"has-text-align-center\" data-align=\"center\"><strong>SOLUTION SELLING<\/strong><\/td><td class=\"has-text-align-center\" data-align=\"center\"><strong>BUYER-ALIGNED SELLING<\/strong><\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>What is the starting point?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>As a \u2018consultant\u2019, make it possible to discuss requirements and guide the customer in their thought process until the specific solution is bought.<\/td><td>Ability to question the customer\u2019s beliefs and provide new insights to complete the picture.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>Which process is required?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Your entire sales organisation using a proven sales process. All your activities and measurement systems must chart and improve its effectiveness and application.<\/td><td>A dynamic buying process based on customer experience. Enable sales &amp; marketing to adapt to the buyer\u2019s mental phase of purchasing at any moment. Internal processes and measurement systems are designed to take the right action, at the right time and involving the right people.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>What\u2019s important?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Ask the right questions to discuss the challenges that can be resolved by the solution you are offering. The strengths must be explicit and demonstrable from the structure of the approach.<\/td><td>Empathy with the customer situation and for everyone involved the use of language specific and adapted to the role and industry. This demonstrates an attitude which shows that helping the customer is the highest priority.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>What knowledge is crucial?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Knowing the relationship between the customer\u2019s challenge and the strengths of your products and services.<\/td><td>Broad understanding of the customer situation: environment, challenges, aspirations and requirements.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>What skills are crucial?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Prospecting, questioning techniques, listening skills, diagnosis, and persuasiveness.<\/td><td>Customer focus, relationship-building, ability for concrete visualisation of your offer\u2019s value and impact as well as the capacity to influence the willingness to change. Social Selling and the right mix of digital and human touch points are crucial elements in this.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"has-text-align-center tableh\"><strong>What is the relationship between sales and marketing?<\/strong><\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>Marketing supports sales, and the two are aligned. Marketing ensures that both the customer and the seller are informed. Marketing generates leads for sales.<\/td><td>Both are integrated and fully designed to match the customer\u2019s buying process. As well as generating leads for sales, marketing is also responsible for the conversation with the customer and increasing engagement with the customer target audience.<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<div style=\"height:100px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"boxed-layout padding-2x cta-blog-section\">\n    <div class=\"rock-promotion-box\">\n        <div class=\"promotion-box-content\" style=\"color:#353535;\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/how-to-move-stalled-sales-opportunities\/\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"wp-image-7747 alignleft\" src=\"https:\/\/perpetos.com\/wp-content\/uploads\/2020\/07\/webinar_thumb.png\" alt=\"Perpetos WebinarHow to Move Stalled Sales Opportunities?\" style=\"max-width:200px;margin-bottom:50px;\"><\/a>\n            <h3><span style=\"color: #606060;font-weight:bold;\"><span style=\"font-size:1.2rem;\">[ON-DEMAND WEBINAR]<\/span><br>\n<a href=\"https:\/\/perpetos.com\/en\/webinar\/how-to-move-stalled-sales-opportunities\/\" target=\"_blank\" rel=\"noopener noreferrer\">How to Move Stalled Sales Opportunities?<\/a><\/span><\/h3>\n            <p><span style=\"color: #606060\"><i class=\"icomoon icomoon-icon-checkmark animate-icon animate-to-right  \"><\/i>&nbsp;&nbsp;Procrastination comes in different guises. 3 steps to avoid procrastination<\/span><br><span style=\"color: #606060\"><i class=\"icomoon icomoon-icon-checkmark animate-icon animate-to-right  \"><\/i>&nbsp;&nbsp;Dealing with Late Cycle Concerns<\/span><\/p>\n        <\/div>\n        <div class=\"promotion-box-button\">\n            <div class=\"promotion-box-button-container\">\n                <div class=\"azoom-button-wrapper\" style=\"display:block;\"><a href=\"https:\/\/perpetos.com\/en\/webinar\/how-to-move-stalled-sales-opportunities\/\" target=\"_blank\" style=\"background: #0ba298 none repeat scroll 0% 0%; color: rgb(255, 255, 255);\" class=\"escapea button azoom-transition button-block\" data-button-js-colors=\"true\" rel=\"noopener noreferrer\">Watch Webinar<\/a><\/div>\n            <\/div>\n        <\/div>\n    <\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>It\u2019s no longer the sales process that counts. Say hello to the Empowered Customer.<\/p>\n","protected":false},"author":9,"featured_media":28005,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[8,4],"tags":[53,90,153,163,55,134],"department":[],"media":[],"topic":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Is Solution Selling outdated? - Perpetos<\/title>\n<meta name=\"description\" content=\"Is Solution Selling outdated? - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Is Solution Selling outdated? - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Is Solution Selling outdated? - Perpetos\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2014-07-25T17:12:56+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-06-24T05:57:40+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2014\/07\/solution-selling.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1080\" \/>\n\t<meta property=\"og:image:height\" content=\"516\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Pascal Persyn\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Pascal Persyn\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/\",\"name\":\"Is Solution Selling outdated? - Perpetos\",\"isPartOf\":{\"@id\":\"https:\/\/perpetos.com\/#website\"},\"datePublished\":\"2014-07-25T17:12:56+00:00\",\"dateModified\":\"2022-06-24T05:57:40+00:00\",\"author\":{\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\"},\"description\":\"Is Solution Selling outdated? - Perpetos\",\"breadcrumb\":{\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/is-solution-selling-outdated\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/perpetos.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Is Solution Selling outdated?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/perpetos.com\/#website\",\"url\":\"https:\/\/perpetos.com\/\",\"name\":\"Perpetos\",\"description\":\"Sales and Commercial Excellence\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/perpetos.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\",\"name\":\"Pascal Persyn\",\"description\":\"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. 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